The Sales Manager is responsible for planning, directing, and controlling all sales activities to achieve company revenue, market share, customer service, and distribution objectives. The role ensures effective management of the sales team, customer relationships, route-to-market execution, and compliance with distribution standards.

Job description

Sales Planning & Revenue Growth

• Develop and implement monthly, quarterly, and annual sales plans.
• Achieve assigned sales volume and revenue targets.
• Identify new business opportunities and expand market coverage.
• Monitor competitor activities and recommend appropriate strategies.
• Prepare sales forecasts and budgets.

Team Leadership

• Recruit, train, coach, and supervise the sales team.
• Conduct daily sales briefings and route planning.
• Set individual sales targets and monitor performance.
• Carry out regular performance reviews and coaching sessions.
• Build a high-performance sales culture.

Customer Relationship Management

• Develop and maintain strong relationships with key customers.
• Resolve customer complaints promptly.
• Conduct regular customer visits.
• Negotiate business terms within company policy.
• Improve customer retention and satisfaction.

Distribution & Route Management

• Ensure efficient route coverage.
• Monitor van utilization and productivity.
• Optimize delivery schedules.
• Ensure adequate product availability across assigned territories.
• Reduce stock returns and delivery failures.

Stock & Inventory Coordination

• Coordinate with the warehouse on stock availability.
• Monitor stock movement and minimize expiries.
• Ensure proper stock reconciliation.
• Monitor daily van loading accuracy.

Financial Management

• Monitor daily collections.
• Ensure timely banking of customer payments.
• Minimize bad debts.
• Monitor credit customers and ensure compliance with credit policies.
• Approve discounts within delegated authority.

Reporting

Prepare:

• Daily Sales Reports
• Weekly Sales Performance Reports
• Monthly Sales Reports
• Sales Forecast Reports
• Route Performance Reports
• Customer Performance Reports
• Competitor Analysis Reports

Compliance

• Ensure adherence to distribution policies.
• Enforce company sales policies.
• Ensure safety standards during distribution.
• Maintain ethical selling practices.

Market Intelligence

• Gather customer feedback.
• Monitor competitor pricing.
• Identify emerging market opportunities.
• Recommend promotional activities.

Other Duties

• Represent the company during customer meetings.
• Participate in management meetings.
• Perform any other duties assigned by management.

Requirements

Education

• Diploma or Bachelor's Degree in Sales & Marketing, Business Administration, Commerce, or a related field.

Experience

• Minimum 3 years' experience in FMCG sales.
• At least 1 year in a supervisory role.
• Experience in beverage distribution is an added advantage.
• Must be Microsoft Advance knowlegeable

Skills & Competencies

• Sales leadership
• Negotiation skills
• Customer relationship management
• Planning and organization
• Team management
• Financial analysis
• Communication skills
• Presentation skills
• Problem-solving
• Microsoft Excel and reporting
• Knowledge of route-to-market operations

Other Requirements

• Willingness to travel within the assigned territory.
• Ability to work under pressure.

• Develop and implement monthly, quarterly, and annual sales plans.
• Achieve assigned sales volume and revenue targets.
• Identify new business opportunities and expand market coverage.
• Monitor competitor activities and recommend appropriate strategies.
• Prepare sales forecasts and budgets.
• Recruit, train, coach, and supervise the sales team.
• Conduct daily sales briefings and route planning.
• Set individual sales targets and monitor performance.
• Carry out regular performance reviews and coaching sessions.
• Build a high-performance sales culture.
• Develop and maintain strong relationships with key customers.
• Resolve customer complaints promptly.
• Conduct regular customer visits.
• Negotiate business terms within company policy.
• Improve customer retention and satisfaction.
• Ensure efficient route coverage.
• Monitor van utilization and productivity.
• Optimize delivery schedules.
• Ensure adequate product availability across assigned territories.
• Reduce stock returns and delivery failures.
• Coordinate with the warehouse on stock availability.
• Monitor stock movement and minimize expiries.
• Ensure proper stock reconciliation.
• Monitor daily van loading accuracy.
• Monitor daily collections.
• Ensure timely banking of customer payments.
• Minimize bad debts.
• Monitor credit customers and ensure compliance with credit policies.
• Approve discounts within delegated authority.
• Prepare Daily Sales Reports
• Prepare Weekly Sales Performance Reports
• Prepare Monthly Sales Reports
• Prepare Sales Forecast Reports
• Prepare Route Performance Reports
• Prepare Customer Performance Reports
• Prepare Competitor Analysis Reports
• Ensure adherence to distribution policies.
• Enforce company sales policies.
• Ensure safety standards during distribution.
• Maintain ethical selling practices.
• Gather customer feedback.
• Monitor competitor pricing.
• Identify emerging market opportunities.
• Recommend promotional activities.
• Represent the company during customer meetings.
• Participate in management meetings.
• Perform any other duties assigned by management.

• Sales leadership
• Negotiation skills
• Customer relationship management
• Planning and organization
• Team management
• Financial analysis
• Communication skills
• Presentation skills
• Problem-solving
• Microsoft Excel and reporting
• Knowledge of route-to-market operations

• Diploma or Bachelor's Degree in Sales & Marketing, Business Administration, Commerce, or a related field.
• Minimum 3 years' experience in FMCG sales.
• At least 1 year in a supervisory role.
• Experience in beverage distribution is an added advantage.
• Must be Microsoft Advance knowlegeable
• Willingness to travel within the assigned territory.
• Ability to work under pressure.